Sales Engineer - Mid Market - West

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency, and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries include agriculture, construction, field services, transportation, and manufacturing. We are excited to help digitally transform their operations at scale.

About the role

As a Sales Engineer at Samsara, you’d be an integral part of a diverse team working to help modernize essential industries through the application of cutting-edge IoT solutions. Your work would directly contribute to a cleaner, more efficient, and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations.

Our daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. A successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers.

This is a remote position open to candidates residing in the West region of the United States except for San Francisco Bay Metros, New York City Metro, and Washington DC Metro. This position requires travel up to 50% of the time, and proximity to an international airport is preferred.

You should apply if

• You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and, most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support to make a larger impact.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

Responsibilities

• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.
• Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations.
• Articulate to prospects how businesses like theirs use Samsara today to solve challenges common to their industry.
• Deliver the work products that get deals done. Think discoveries, demonstrations, value assessments, proof of concept implementations, etc.
• Walk installers through any scenario, explaining best practices for installing Samsara products and helping build deployment plans.
• Write scripts against our open API that solve real-world problems for companies that deliver essential services, and document them for your fellow SEs to use.
• Open the door for deeper entrenchment into accounts (integration, upsell, cross-sell) by becoming a consultant to your customers.
• Act as a liaison between Samsara’s product and sales teams, translating technical feedback and enrolling the right customers in our beta programs.

Requirements

• Bachelor’s of Science degree from a 4-year accredited university.
• 2+ years of experience working with customers in a pre-sales, customer success, or customer/product support capacity.
• Ability to influence stakeholders based on your technical sales acumen and a solid understanding of business processes and change management.
• Ability to explain complex technical concepts to non-technical audiences.
• Previous experience managing hardware and/or software product evaluations.
• Basic understanding of electronics and electrical systems.
• Experience with the following concepts: technical consulting, cloud software, cloud-connected hardware, computer networking, business systems integration, automation, and control systems.
• Must be located within and authorized to work in the United States.

Qualifications

• Bachelor’s of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline.
• Work experience in task automation scripting and transferring data between systems using Bash, Python, JavaScript, or equivalent language.
• Work experience building solutions leveraging open APIs.
• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.
• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with Raspberry Pi, Arduino, etc.).
• Consistent track record of success selling complex technical solutions through strategic sales cycles.

Pay

Annual on-target earnings (OTE) range for full-time employees for this position is $95,795—$144,900 USD. OTE pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.

Benefits

At Samsara, we build for the people who keep the global economy moving. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

• Flexible, employee-led remote model.
• Professional development stipend.
• Comprehensive health and parental leave plans.

All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.